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Q&A with An Experienced Broadcast Psychologist – Part 1

Q&A with An Experienced Broadcast Psychologist – Part 1

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Kelly Orchard takes live broadcaster questions! In this session:

  • How can I address the fear that some advertisers have in switching from another media to our station?
  • Is there value in giving myself a pep talk before I meet with a client or prospect?  What does that pep talk look like?
  • What are different coaching techniques for those on straight commission vs. hourly/salary compensation?
  • As a sales manager, how do I help keep the sales team thinking positively?

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Relationship Selling Q&A – Part 3

Relationship Selling Q&A – Part 3

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Paul Weyland takes LIVE questions from broadcasters!  In this segment:

  • If a potential client is loyal to another station, but that station isn’t working out for them, what can I do to convert them to mine?
  • How do you talk to a person who is on another station and they won’t add my station because the other one is getting them results?
  • How do you get a client to close who has been putting it off for months?
  • Our station’s ratings are not very good.  How do I position myself as a marketing expert to my customers despite our low numbers?

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Relationship Selling Q&A – Part 2

Relationship Selling Q&A – Part 2

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Paul Weyland takes LIVE questions from broadcasters!  In this segment:

  • For someone who is new to radio sales, how do you start off a conversation with clients?
  • How do you get a car dealer to call you back when they think they don’t need to?
  • I went from commercial radio to publicly-supported radio – do you have suggestions for making the transition and building relationships in this context?
  • Have you found it more difficult to make face-to-face appointments in our connected world?  How do you overcome their objection to “just email me”?

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